What is holding the sales team back from selling more?

Once you have invested in and implemented the most obvious sales productivity initiatives such as sales training, enhancing your CRM system, tweaking your sales incentive plan or updating your sales collateral, how do you decide “What next?”

With so many different factors that can influence the performance of a sales organisations, one of the biggest challenges facing sales leaders is being able to confidently answer the question “what should we work on next?” Over the last 10 years we have developed and refined our approach to benchmarking the health and capability of B2B sales organisations in order to help the sales leaders to compare their organisation against a world class benchmark and pin point where they have the greatest opportunities to increase sales performance? We now have four separate, highly developed health checks or diagnostic tools:

  • The Sales Organisation Health Check
  • The Sales Process Health Check
  • The Sales Manager Capability Assessment
  • The Sales Professional Capability Assessment

This unique range of sales diagnostics and health checks are designed to help our clients to confidently identify the major capability gaps within their sales organisation, sales team and sales process that are preventing them from selling more. With these insights, our clients are better able to unleash the untapped potential and achieve breakthrough levels of improvement and growth.

Sales Organisation Health Check

How do our current sales organisation strategies, capabilities, discipline and practices compare with the 40 competences of a world class, B2B sales organisation?

Where do we have the greatest gaps between current and desired levels of capability or practice?

Where should we invest in order to realise the best returns in terms of improved sales performance?

Discover where your business ranks

Assess your sales organisation’s strategies, practices and capabilities against those of a world class sales organisation
and identify what’s working and not working and where you might focus to take performance to the next level

Find out how your business ranks now

Sales Professional Capability Assessment

How do the skills, knowledge and competences of each team member compare with the profile of a top performing sales professional?

What are the most critical skills, knowledge and competences for us to develop in the team to take performance to the next level?

Sales Manager Capability Assessment

How do the skills, knowledge and competences of our sales managers compare with the profile of a top performing sales manager?

What are the most critical skills, knowledge and competences for us to develop in the team to take performance to the next level?

Sales Process Health Check

What are all the points in the sales process where things break down, or we experience challenges or a lack of tools and method?

What are the most important aspects of the sales process to change, enhance or better enable to find more and win more business

Case studies & white papers